Vaccines Sales Capability Manager, Ontario/Atlantic
GSK
London, Ontario, Kanada
 |
| GSK |
La version francaise est ci-dessous
PRIMARY RESPONSIBILITIES:
Partner with the business to define sales priorities and lead the execution of Selling Excellence initiatives for the Vaccines team. The goal of this role is to increase the capabilities of our sales representatives in order to drive performance in field. The primary focus will be on leading our Customer Engagement and Business Ownership training initiatives. Accelerating the onboarding of new hires, In field coaching and partnering to develop and execute the Virtual training capability plan will be key deliverables for this role.
Partner with the business to define sales priorities and lead the execution of Selling Excellence initiatives for the Vaccines team. The goal of this role is to increase the capabilities of our sales representatives in order to drive performance in field. The primary focus will be on leading our Customer Engagement and Business Ownership training initiatives. Accelerating the onboarding of new hires, In field coaching and partnering to develop and execute the Virtual training capability plan will be key deliverables for this role.
Key deliverables to be achieved by the post holder and the ongoing responsibilities of the role:
- Collaborate with cross-functional partners to develop and embed the required strategy that clearly defines capability priorities aligned to the business agenda.
- Conduct learning needs assessment in collaboration with the business to clearly understand and define the capability gaps utilizing diagnostic processes such as GEMBA, role analysis, focus groups, interviews etc.
- Develop and implement training solutions to enhance the Vaccines Sales team capability in Business Ownership and Customer engagement, in alignment with our Sales priorities.
- Coach in field to improve in call excellence, leveraging our Coaching model and Capability framework (Across Canada, up to 20% of the time).
- Collaborating with the Sales leaders to develop and implement training solutions that meet regional needs.
- Ensure Selling Excellence solutions are developed and deployed aligning to global frameworks, standards, systems and processes when appropriate.
- Support the delivery / facilitation of Selling Excellence interventions where appropriate.
- Support the development, deployment and maintenance of required local capability curricula i.e. technical and compliance curricula.
- Support the effective development, deployment and embedding of required capability models and frameworks within area of responsibility and ensure these are ultimately aligned to the new overall GSK Capability Framework.
- Bachelor's degree
- A minimum of 5 years experience in pharmaceutical sales
- Proven track record of selling in a business to business environment (ex: Pharmacy, Direct account), demonstrating strength in navigating the patient pathway for impact
- Base understanding and experience of the end to end learning process i.e. learning needs assessment, program design & delivery and learning evaluation & assessment.
- Proven ability to listen and interpret customer needs and then translate into an effective offering.
- Track record of strong project management skills across small to medium scale projects.
- Experience of leading 'development' initiatives i.e. training, coaching, learning initiatives
- Strong interpersonal, communication, and presentation skills.
- The ability to work successfully in a fast-paced environment with the need to manage constant change. Thinks ahead to be ready for change, re-plans quickly, deals with high levels of ambiguity.
- Ability to build relationships quickly and credibly and then leverage those relationships to drive Selling Excellence priorities.
- Experience of working within a complex, matrixed environment.
- Understanding of regulatory requirements and compliance training.
- Location based on role occupied
- Flexibility to travel to Traction Days, National Sales Meetings, etc, as required
PREFERRED QUALIFICATIONS:
- Bilingualism (French/English) an asset but not required.
Why GSK?:
GSK's portfolio spans three product areas: vaccines, specialty and general medicines and our focus is to deliver better and faster for patients globally. Our unrivalled vaccine portfolio targets infectious diseases at every stage of life, helping to reduce the burden of disease for hundreds of millions of people. GSK has exceptional capabilities in vaccine science and technologies, including adjuvant/protein and mRNA. In specialty medicines, we are at the forefront of HIV prevention and treatment, and we are building our presence in key therapeutic areas such as oncology and immuno-inflammation. General medicines include our inhaled medicines for asthma and COPD, antibiotics and medicines for skin diseases.
By 2031, we aim to deliver more than £33 billion in annual sales - a step-change in performance and growth which will significantly increase the positive impact we can have on the health of billions of patients around the world. And we're confident in our future. Our pipeline of 21 vaccines and 43 medicines includes many with potential to be first or best-in-class opportunities for patients
Find out more:
Annual Report 2021
Product Pipeline
Chef de la Capacité des Ventes, Vaccins
GSK's portfolio spans three product areas: vaccines, specialty and general medicines and our focus is to deliver better and faster for patients globally. Our unrivalled vaccine portfolio targets infectious diseases at every stage of life, helping to reduce the burden of disease for hundreds of millions of people. GSK has exceptional capabilities in vaccine science and technologies, including adjuvant/protein and mRNA. In specialty medicines, we are at the forefront of HIV prevention and treatment, and we are building our presence in key therapeutic areas such as oncology and immuno-inflammation. General medicines include our inhaled medicines for asthma and COPD, antibiotics and medicines for skin diseases.
By 2031, we aim to deliver more than £33 billion in annual sales - a step-change in performance and growth which will significantly increase the positive impact we can have on the health of billions of patients around the world. And we're confident in our future. Our pipeline of 21 vaccines and 43 medicines includes many with potential to be first or best-in-class opportunities for patients
Find out more:
Annual Report 2021
Product Pipeline
Chef de la Capacité des Ventes, Vaccins
PRINCIPALES RESPONSABILITÉS :
Le titulaire travaillera en partenariat avec le secteur d'activité pour définir les priorités de vente et mener l'exécution des initiatives d'excellence des ventes pour l'équipe des Vaccins. Le but du poste est d'accroître les capacités des représentants pour augmenter leur rendement sur le terrain. L'objectif principal sera de diriger nos initiatives de formation en habiletés de vente et en Gestion des affaires. Accélérer l'intégration des nouvelles recrues, l'encadrement sur le terrain et les partenariats pour développer et exécuter le plan de capacité de formation virtuelle seront des livrables clés pour ce rôle.
Principaux objectifs à atteindre et responsabilités permanentes rattachées au poste :
- De concert avec des collègues des autres services, élaborer et intégrer la stratégie requise définissant clairement les priorités des capacités harmonisées avec les projets commerciaux.
- Évaluer les besoins en matière d'apprentissage en collaboration avec le secteur d'activité pour comprendre et cerner clairement les lacunes au chapitre des capacités à l'aide de processus diagnostiques tels que GEMBA, l'analyse des postes, les groupes de travail, les entrevues, etc.
- Développer et mettre en œuvre des solutions de formation pour améliorer la capacité de l'équipe des ventes de vaccins en matière de Gestion des affaires et d'Engagement des clients, conformément à nos priorités de vente.
- Encadrer sur le terrain pour améliorer l'excellence lors des entretiens de vente, en tirant parti de notre modèle de coaching et de notre cadre de capacité (à travers le Canada, jusqu'à 20 % du temps).
- Collaborer avec les responsables des ventes pour développer et mettre en œuvre des solutions de formation qui répondent aux besoins régionaux
- Veiller à ce que des solutions d'excellence des ventes soient élaborées et mises en œuvre en harmonie, lorsqu'il y a lieu, avec les cadres de travail, les normes, les systèmes et les processus mondiaux.
- Au besoin, appuyer la prestation ou la facilitation des interventions en matière d'excellence des ventes.
- Appuyer l'élaboration, la mise en œuvre et le maintien du programme de formation nécessaire à l'échelle locale, p. ex. en matière technique et de conformité.
- Appuyer le développement, la mise en œuvre et l'intégration efficaces des modèles et cadres de capacités requis au sein de sa sphère de responsabilité et les harmoniser avec le nouveau cadre de capacités global de GSK.
- Baccalauréat
- Un minimum de 5 ans d'expérience dans les ventes pharmaceutiques
- Expérience avérée de la vente dans un environnement interentreprises (B2B) (ex: pharmacie, compte direct), démontrant une grande habileté à naviguer avec impact dans le cheminement du patient
- Connaissance de base et expérience de l'ensemble du processus d'apprentissage, soit de l'évaluation des besoins, de la conception et de la mise en œuvre d'un programme et de l'évaluation de l'apprentissage
- Capacité éprouvée d'écouter et d'interpréter les besoins du client et de les traduire ensuite en une offre efficace
- Bonne feuille de route en gestion de projets de petite ou moyenne envergure
- Expérience en direction d'initiatives de perfectionnement, p. ex. formation, encadrement et apprentissage
- Solides aptitudes pour les relations interpersonnelles, la communication et les présentations
- Capacité de réussir dans un milieu au rythme rapide où il faut gérer le changement constant, et faculté de voir loin pour être prêt à changer de cap, à modifier les plans rapidement et à composer avec un degré élevé d'ambiguïté
- Capacité de tisser rapidement des relations de manière rapide et crédible afin d'en tirer parti pour réaliser les objectifs prioritaires de l'Excellence des ventes
- Expérience de travail dans une organisation matricielle complexe
- Connaissance des exigences réglementaires et de la formation sur la conformité
- Disposition à être en poste n'importe où au Canada :
- Souplesse permettant de se déplacer à travers le pays (environ 20% du temps)
- Souplesse permettant d'aller, au besoin, participer aux Journées Traction, aux réunions nationales des Ventes ou à d'autres activités
QUALIFICATIONS SOUHAITABLES
La gamme de produits de GSK couvre trois grands secteurs, soit les vaccins, les médicaments spécialisés et les médicaments généraux. Notre objectif est d'offrir de meilleurs soins aux patients partout dans le monde, plus rapidement. Notre gamme de vaccins inégalée cible les maladies infectieuses qui touchent les gens à toutes les étapes de leur vie et contribue à réduire le fardeau de la maladie pour des centaines de millions de personnes. GSK possède des capacités exceptionnelles dans le domaine de la science et des technologies des vaccins, y compris les vaccins avec adjuvant à base de protéine recombinante et les vaccins à base d'ARNm . Dans le domaine des médicaments spécialisés, nous sommes présents en première ligne pour prévenir et traiter le VIH, et nous intensifions notre présence dans des champs thérapeutiques d'importance comme l'oncologie et l' immuno -inflammation . Font partie des médicaments généraux nos médicaments en inhalation contre l'asthme et la MPOC, les antibiotiques et les traitements dermatologiques.
D'ici 2031, nous visons un chiffre d'affaires annuel de plus de 33 milliards de livres. Les changements graduels que nous souhaitons apporter sur le plan du rendement et de la croissance entraîneront des retombées positives considérables sur la santé de milliards de patients dans le monde. Et nous envisageons notre avenir avec confiance. Nos produits en développement, soit 21 vaccins et 43 médicaments, pourraient s'avérer être les meilleures options
de traitement pour certains patients.
Pour de plus amples renseignements :
Rapport annuel 2021 (en anglais)
Produits en développement (en anglais)
#LI-GSK
LI-GSK
GSK is a global biopharma company with a special purpose - to unite science, technology and talent to get ahead of disease together - so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns - as an organisation where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to impact the health of 2.5 billion people around the world in the next 10 years.
Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it's also about making GSK a place where people can thrive. We want GSK to be a workplace where everyone can feel a sense of belonging and thrive as set out in our Equal and Inclusive Treatment of Employees policy. We're committed to being more proactive at all levels so that our workforce reflects the communities we work and hire in, and our GSK leadership reflects our GSK workforce.
GSK is an equal opportunity employer committed to diversity and inclusion. We welcome applications from all qualified individuals to apply to our career opportunities. GSK is committed to accommodating persons with disabilities. If you need accommodation at any stage of the application process or want more information on our accommodation policies, please contact us at canada-recruitment@gsk.com . Please do not send resumes to this e-mail and instead apply through the online application process of this posting.
As a health and science-based organization, GSK is committed to following the recommendations as set out by Health Canada and taking all necessary steps to help curb the spread of COVID-19 which includes getting the COVID-19 vaccine. We feel strongly that this is the best way to help protect those we value most: our employees, families, communities and the patients and consumers we serve. To that end, we are taking an important step to ensure the safety of our employees during this global public health crisis.
Only employees who are fully vaccinated against COVID-19 may attend our Mississauga and Laval corporate offices. In addition, all customer-facing employees who, as part of their job, attend healthcare settings such as hospitals, pharmacies, doctors' offices and dentists' offices will need to be fully vaccinated against COVID-19. Notwithstanding the foregoing, employees may seek an accommodation for human rights-related reasons, including medical or disability-related conditions, or religious beliefs.
Important notice to Employment businesses/ Agencies
GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site
- Le bilinguisme (français/anglais) est un atout, mais pas obligatoire.
La gamme de produits de GSK couvre trois grands secteurs, soit les vaccins, les médicaments spécialisés et les médicaments généraux. Notre objectif est d'offrir de meilleurs soins aux patients partout dans le monde, plus rapidement. Notre gamme de vaccins inégalée cible les maladies infectieuses qui touchent les gens à toutes les étapes de leur vie et contribue à réduire le fardeau de la maladie pour des centaines de millions de personnes. GSK possède des capacités exceptionnelles dans le domaine de la science et des technologies des vaccins, y compris les vaccins avec adjuvant à base de protéine recombinante et les vaccins à base d'ARNm . Dans le domaine des médicaments spécialisés, nous sommes présents en première ligne pour prévenir et traiter le VIH, et nous intensifions notre présence dans des champs thérapeutiques d'importance comme l'oncologie et l' immuno -inflammation . Font partie des médicaments généraux nos médicaments en inhalation contre l'asthme et la MPOC, les antibiotiques et les traitements dermatologiques.
D'ici 2031, nous visons un chiffre d'affaires annuel de plus de 33 milliards de livres. Les changements graduels que nous souhaitons apporter sur le plan du rendement et de la croissance entraîneront des retombées positives considérables sur la santé de milliards de patients dans le monde. Et nous envisageons notre avenir avec confiance. Nos produits en développement, soit 21 vaccins et 43 médicaments, pourraient s'avérer être les meilleures options
de traitement pour certains patients.
Pour de plus amples renseignements :
Rapport annuel 2021 (en anglais)
Produits en développement (en anglais)
#LI-GSK
LI-GSK
GSK is a global biopharma company with a special purpose - to unite science, technology and talent to get ahead of disease together - so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns - as an organisation where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to impact the health of 2.5 billion people around the world in the next 10 years.
Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it's also about making GSK a place where people can thrive. We want GSK to be a workplace where everyone can feel a sense of belonging and thrive as set out in our Equal and Inclusive Treatment of Employees policy. We're committed to being more proactive at all levels so that our workforce reflects the communities we work and hire in, and our GSK leadership reflects our GSK workforce.
GSK is an equal opportunity employer committed to diversity and inclusion. We welcome applications from all qualified individuals to apply to our career opportunities. GSK is committed to accommodating persons with disabilities. If you need accommodation at any stage of the application process or want more information on our accommodation policies, please contact us at canada-recruitment@gsk.com . Please do not send resumes to this e-mail and instead apply through the online application process of this posting.
As a health and science-based organization, GSK is committed to following the recommendations as set out by Health Canada and taking all necessary steps to help curb the spread of COVID-19 which includes getting the COVID-19 vaccine. We feel strongly that this is the best way to help protect those we value most: our employees, families, communities and the patients and consumers we serve. To that end, we are taking an important step to ensure the safety of our employees during this global public health crisis.
Only employees who are fully vaccinated against COVID-19 may attend our Mississauga and Laval corporate offices. In addition, all customer-facing employees who, as part of their job, attend healthcare settings such as hospitals, pharmacies, doctors' offices and dentists' offices will need to be fully vaccinated against COVID-19. Notwithstanding the foregoing, employees may seek an accommodation for human rights-related reasons, including medical or disability-related conditions, or religious beliefs.
Important notice to Employment businesses/ Agencies
GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site
Tags:
Loker Canada